Are You about to Lose a Client?


Action Steps to Help You Save a Valuable Client from Defection

It's very rare for a valuable client to defect without warning. The signs are there - you just have to know how to look for them.

Sadly, most attorneys simply ignore signs of discontent. Signs, like:

Increased invoice disputes.

Increased late payments.

Specific negative feedback.

Buying a reduced number of services.

Long lapses of time between assignments.

Some clients are straightforward about their relationship with you. In fact, they may feel comfortable enough to call and terminate business with you. Others may be a little more passive, choosing to say nothing about their discontent but still display the signs.

Whichever types of clients you have on your roster, you need to SPRING INTO ACTION if you sense a defection on the horizon. Harry Mills, author of The Rainmaker's Toolkit, recommends the following three-step formula, also known as the EAR recovery formula.

Please see full article below for more information.

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